Planning

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Planning Asset Management Software
BISA Technology Operations Conference
November 14, 2005 Bryan Tabiadon Trent
Williams John Deglow
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Our Strategy centers around helping ABN AMRO
define, "Who are our Customers, What do they look
like and How do we service them.

• BISA Topic How to Evaluate Financial Planning
  Assets Management Software

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Introductions Firm Overviews

• Bryan Tabiadon- ABN AMRO -140 Finance Consultants
  450, License Banker, 20 Wealth Management Sale
  Representatives
• Trent Williams- Sungard Wealth Management
  Services, WealthStation, PlanningStation,
  AllocationMaster, Investment Plus
• John Deglow- Hilliard Lyons-Regional Broker
  Dealer Covering the South East and Midwestern
  states, 450 Finance Consultants

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Overview

• Requirements needed in a Financial Planning
  Assets Management Software
• ABN AMRO Vendor Selection Experience
• Potential Industry Standard Solutions
• Implementations challenges and experiences at
  Hilliard Lyons
• Panel Discussion-Questions

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Software Requirements

• Financial Advisors meet face-to-face with
  customer which is asked a series of questions
• At the end of the initial meeting the customer is
  provided needs analysis report
• Integrated System Customer data should be
  accessible
• Consolidated Platform-Sale Revenue

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Software Requirements

• Ease of use, low client impact
• Reporting
• Define Modules
• Legal Compliance Review

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ABN AMRO Experience
The market for financial planning software
consists of many vendors with a wide range of
capabilities. Based on your business needs,
short-list these vendors and analyze the selected
vendors further.
Vendor Capabilities
Key
Have, exceptional X Have, average O Dont
have 1 Offer life insurance 2 Property
Casualty 3 Long-term care
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ABN AMRO Experience

• Client segmentation- Mass Affluent or Mass
  Market
• Define Marketing Objectives and campaigns
• Sales Incentives, Bonus, Up front fees
• Training, Training and more Training

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ABN AMRO Experience

• Connecting the right Client to the right Product
  using Planning Station
• Management Products with Fundquest
• Brokerage Wrap account held on NFS
• Allocation Master tools

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SunGard Foot Print
1,000 production servers 30,000 continuity tests
p.a. 250 specialist consultants
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Who will gain share of wallet?
Differentiation in product selection weakens
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Customers vs. Clients

• Companies transition from transactions to
  relationships
• Customers buy based on price
• Customers have become adversarial shoppers
• Clients buy from their trusted advisors
• Technology tools are critical to making the
  transition

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The advisor acts as agent for the buyer
Tools to support objective advice
Trusted Ultra HNW Advisor
Trusted Ultra HNW Advisor
Trusted HNW Advisor
Trusted HNW Advisor
Trusted Advisor
Trusted Advisor
Firms are taking an enterprise-wide approach to
wealth management services internal coordination
among groups ranked among the top three
challenges in developing the wealth management
platform. Celent Communications
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Intuitive Interface
1. Search and Select Client
3. Run Analytics on Client Data
5. Collaborate / Plan as life events change
2. View and Update Client Data
4. Rebalance to meet Target
6. Generate Report for Client
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Advisor Dashboard
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Aggregated Holdings
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Client Snapshot Net Worth
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Advanced Asset Allocation
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Regional and Sector Analysis
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Product Selection
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Stress Testing
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Monte Carlo
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Planning Tools
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Monitoring
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Goal of Technology

• Assist, not hinder the advisor
• Educate, not confuse the client
• Deepen the relationship with the client
• Allow companies to monitor advisors
• Provide data mining and cross selling
  opportunities
• Recognize technology is a tool

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Challenges and Experiences- Hilliard Lyons

• Overview of Experience
• What worked
• Challenges
• Tools used
• Report Tracking

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Panel Discussion-Questions from Audience.

• Moderator Bryan
• Panelists - Trent and John

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Closing Remarks

• Vendors Analysis
• Industry Tools
• ABN AMRO Hilliard Lyons examples
• IDEAS to your firm Increase Sale Revenues